Plan and guide sales activities within the business unit, develop new business
relationships and oversee implementation of all support services to ensure
consistent revenue growth as per plan
Strategic
1. Plan and develop the sales strategy for the business unit to enhance the
sales portfolio and increase the bottom line
2. Develop annual and monthly product, volume and value wise sales plan in
alignment with the sales strategy
3. Develop mechanisms and strategies to ensure appropriate sales numbers are
met for new product / SKU launches
Operational
4. Ensure achievement of sales targets for the business unit, manage gross
rating points, develop sales forecast and design mechanisms to achieve the
same
5. Responsible for monthly Sales planning and forecasting, taking into
account the product shelf life and consumer demand in the market
6. Analyse MIS data on stocks, consumption patterns, costs and regularly
track compliance with the business unit budgets
7. Ensure adherence to the credit policy and follow up with dealers/customers
on a regular basis to ensure timely collection of dues in alignment with the
credit limit, collection target plan and timelines
8. Assist the sales leadership in managing quarterly/annual sales budgets and
objectives within the area/ territories assigned.
9. Establish mechanisms for getting the required input & feedback from
customers to develop an overall understanding of customer requirements and
resolve customer complaints within specified timelines
10. Lead key customer discussions on repeat business and explore options for
revenue generation from new and existing customers
11. Periodically visit market place and review the product placement,
merchandizing and shelf display to ensure that the intended sales levels are
attained across GT and MT channels
12. Review Must Stock Lists and targeted SKUs to ensure 100 % presence of
IFFCO products in the market
13. Develop systems for periodic stocktaking from Sales Representatives on
sales, stocks/ inventory, consumption patterns, sales accounting and costs to
track compliance with budgets
14. Ensure proper accounting for business unit sales and distribution
activities, report the daily numbers to the CEO and prepare regular reports on
sales performance for the Board reviews
15. Plan promotional activities in the region in coordination with Marketing
Services to improve sales
16. Encourage and reward innovative product promotion, positioning and
branding techniques
17. Review the route planning and vehicle utilization within the assigned
geography. Take corrective actions for improving sales efficiencies
18. Periodically review performance of Area Sales Managers, Key Account
Manager, Sales Executives, Sales Representatives, and Merchandisers with the
objective of improving performance, analysing opportunities and building
greater result orientation
19. Identify business development opportunities with a view to increase
market share and enhance profitability for the business unit
20. Survey markets for emerging trends, competitor information, market share
and manufacturing capabilities and identify new business opportunities to
enter into to drive business growth
21. Responsible for conducting periodic competition tracking & make proactive
plans to counter the new entrants/ existing threats in the market
22. Support the marketing team in creation of brand strategy, improvement of
the brand image of the existing products and launch of new brands/products in
the markets.
23. Recommend product improvements/ new products by identifying opportunities
in existing product, packaging, and service changes, new product propositions
gathered by understanding consumer needs and trends, tracking competition
activity etc.
24. Participate in trade shows, industry sales forum events and promotional
activities and support the production mangers, advertisers and developers in
marketing the company services and products
1. % adherence to sales targets
2. % adherence to timelines for goods received vouchers
3. Number of new products introduced successfully in the market
4. % reduction in the operating costs
5. Effective coverage
6. % adherence to On-Shelf Availability targets
7. % adherence to Sales budgets
8. % adherence to OTIF, CVFOT targets
9. Cost undertaken per day, per outlet, per route, per customer
10. % Utilization of distribution vans
Business Acumen
Financial Acumen
Knowledge of Value Chain Management
Knowledge of International and/or Local Laws and Regulations
Sales and Distribution Strategy Management
Self and Team Management
Planning & Decision Making
Strategic Thinking
Change Management
Ownership & Result Orientation
Business Unit: S&D(UAE) (374)
Business Group: S&D
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